We are Emma – The Sleep Company. Founded in 2015, we have grown into the world’s largest direct-to-consumer (D2C) sleep brand, with a presence in over 20 markets and more than 35 Emma stores across Europe.
Our mission is simple: to develop sleep comfort products that empower our customers to awaken their best every day. Today, our products are trusted by millions and recommended by leading consumer associations worldwide.
It’s our people who bring this mission to life. At Emma, you’ll join a driven, international team that values ownership, collaboration, and continuous knowledge sharing. With colleagues from over 70 nationalities, we combine diverse perspectives with a shared ambition to learn, grow, and create lasting impact, together.
Ready to awaken your best with us?
About the Role in Shanghai
We are looking for a highly analytical and commercially driven Business Development Manager / Commercial Product Manager to own product performance and D2C business growth.
This role spans pricing strategy, seasonal campaign planning, portfolio management, product marketing, cross-sell and bundling, and UX optimization. You will have full ownership of both revenue and margin performance — meaning you are expected to make decisions that grow the business while protecting profitability.
You will partner closely with marketing, operations, finance, global product, retail, and marketplace teams to ensure the right products are sold through the right channels, at the right price, with the right message.
- Identify market opportunities, track competitor movements, assess market size, and develop actionable growth plans.
- Own product performance across revenue, margin, product mix, and overall P&L impact.
- Lead D2C pricing decisions while aligning marketplace and retail pricing to protect D2C market share and maintain a clear channel hierarchy.
- Plan and execute seasonal campaigns, including hero product selection, offer structure, discount mechanics, bundle strategy, and projected business impact.
- Define portfolio roles, identify gaps and cannibalization risks, and collaborate with the global product team on new launches and end-of-life planning.
- Drive product marketing by translating product features into compelling customer benefits and ensuring hero product messaging is consistent across all channels.
- Build cross-sell and bundling strategies to improve AOV, basket size, product mix, and margin contribution.
- Lead D2C UX and conversion optimization by identifying friction points, initiating A/B tests, and developing a structured CRO roadmap.
- Partner with operations and supply chain on inventory planning and demand forecasting to prevent out-of-stock and overstock situations.
- Work with marketplace and retail owners to protect overall business profitability and build a channel-optimized portfolio structure.
- Translate performance data into clear business insights, prioritized decisions, and concrete action plans.
- 5+ years of experience in e-commerce, retail, product management, category management, or a related field.
- Strong analytical skills and sound commercial judgment.
- Advanced Excel proficiency (required).
- Familiarity with Google Analytics, Microsoft Clarity, or comparable web analytics platforms.
- Ability to build business cases, pricing models, performance analyses, and scenario simulations.
- Solid understanding of revenue, margin, AOV, conversion rate, product mix, and P&L dynamics.
- Proficiency in both Native Mandarin Chinese and Fluent English.
- Experience with statistical modeling, Python, A/B testing, or CRO is a plus.
We are on a mission to become No.1 in the world of sleep, and we’re looking for driven, ambitious people to help us shape what’s next. If you’re curious, hands-on, and ready to challenge the status quo, you’ll find the space here to make things happen and create real impact.
We are proud to be an equal opportunity employer and are committed to building an inclusive workplace. We celebrate diversity and consider all qualified applicants regardless of race, ethnic origin, religion or belief, gender, gender identity or expression, sexual orientation, national origin, disability, or age.
Our aim is to get back to you within a few days. Due to the high volume of applications, there may be slight delays, but we’ll get back to you as soon as possible.
Upon your consent, we may use artificial intelligence (AI) tools to support parts of the hiring process, such as get the interviews transcript and summarised by AI. These tools assist our recruitment team but do not replace human judgement. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please reach out to [email protected]
